zach burnett, worldwide sales leader spm, ibm, presentation to e-reward conference | 12 may 2016
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sales performance managementSPM
IBM Sales Performance Management
Zach Burnett, IBM Worldwide Sales Leader for Sales Performance Management
sales performance managementSPM
IBM WatsonInsights
Foster Top-Line Growth
• 60% more selling time
• 5-6 additional selling hours per month
Drive Operational Efficiencies
• 50% less compensation administration
Eliminate Overpayments
• 3-8% of compensation costs are overpayments
• 90% reduction in overpayments
1 2 3
IncentivesIBM SPM
Corporate Strategy Results
IncreaseRevenue
DecreaseCosts
Customer/EmployeeSatisfaction
sales performance managementSPM
Transforming Variable Compensation Processes To Achieve Efficiency, Alignment and Growth
A Forrester Total EconomicImpactTM StudyCommissioned ByIBM
The Total EconomicImpactTM Of IBM IncentiveCompensationManagement Solution
Project Director:Adrienne CapaldoProject Contributor:Jon EricksonApril 2016
FORRESTER
sales performance managementSPM
Benefits of IBM SPM
R E D U C T I O N O F …
Assumptions: 1100 hrs/admin per commission cycle, 2125 hrs/variable comp admin + 60 hrs/bonus admin, 3overpayments account for 2% of annual revenue, 41 hr/rep per month, 5120 hrs/auditing event, 6Typical legacy system is $60,000.
Time Spent on Payment Process by 60%1
Time Spent on Implementation & Rollout of Variable Comp Plans by 75%2
Overpayment Errors by 90%3
Time Spent on Shadow Accounting by 60%4
Time Spent on Auditing and Compliance Needs by 75%5
Spend on Legacy Systems6
sales performance managementSPM
Business Value
ROI:204%
NPV:$6,015,916
NPVPer user:$3,008
Payback:13 months
Financial Summary Showing Five-Year Risk-Adjusted Results
Source: Forrester Research, Inc., April 2016Based on a composite organization that has an annual revenue of $2.2b, 12,000 employees, sales staff of 2,000, and annual variable compensation spend of 4.5% of annual revenue.
sales performance managementSPM
Who Do Rewards & Incentives Impact?
Back Office Staff
Direct & Indirect
Networks
Contact Center Staff
Distribution Experts
Implementation Staff
Sales People
Executive Pay
sales performance managementSPM
CustomersCustomers
sales performance managementSPM
Adam Baker Commission Manager Close Brothers
sales performance managementSPM
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